“Aren’t we there to provide solutions?”
“Absolutely, but how can you provide the solution, if you don’t know what the challenge is.”
However, how many times do we go into a presentation with: “This, (insert product or service) will solve all of your challenges.”
Asking questions is a skill. Like any skill, it must be developed and then practiced. It is not only the question but the timing of the question. Doctors, police, hostage negotiators and interrogators practice questioning techniques consistently as part of their training. Business is no different; it is the question and the timing of those questions which will differentiate you from all others.
Last week I was fishing off Port Renfrew located on the West Coast of Vancouver Island North of Victoria. It occurred to me while out on the boat, very early in the morning, the metaphor that is used many times in business; ‘fishing for clients.’ This analogy may bring some clarity about why you may not be ‘hocking’ the clients that you may be going after.
During a recent session of 
More and more business is being done from the comfort of home while wearing an old pair of sweat pants, t-shirt and favorite slippers. However, in my opinion (three words that always get me in trouble), I have noticed not only the proliferation of the number of emails that I get offering me programs and training but that people are trying to have a verbal conversation, digitally. Newsflash; you are annoying your potential customer.
The last time someone asked you: “What do you do?” How did you answer? If you got an answer such as “Oh.” In all likelihood, they did not resonate with you and that individual has officially tuned out. The reasons are many such as: no need, no interest or even, no money. However, it could also be that you verbally ‘vomited’ all over them and now they are just looking for an escape route to get away from you.